This is what I said to my brother, Richie, about the fix I felt we got from doing monster commercial and residential jobs for a […]
Selling Power
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Preparing to Win Sales
Improving sales is just like everything else in your business you want to improve. It goes a whole lot better when you’ve got a plan […]
Family, Friends and House of Worship
It’s as inevitable as death and taxes. Be a contractor long enough and you’re going to end up selling stuff to your family, friend or […]
Selling…Dos…and Don’ts
I live in Arizona for the last 10 years. For 8 months of the year, it’s a lovely place to be. But, it gets just […]
Dressing for Dollars
Dead head tee shirt, muddy work boots, a local sports team baseball cap, beat up blue jeans, a plaid hunting jacket and sporting a 3 […]
Too Quick Creates Too Little Value
When I teach clients my Sales Power! selling system, one of the biggest concerns the owner and their Techs have is what to do when […]
9 Ways to Energize the One Step Close and Make More Sales
The clients I coach on how to improve their closing ratio [which is how many service calls they go on vs. the amount of calls […]
Teaching the “Raising the Objection” Technique
Coming from a background in sales where I knew that my pricing on service work and install were going to be anywhere from 33 to […]
Why You Need Systems Even More During the Slow Times
It’s true that systems can make any company run better and be more profitable in the good times. It also true it makes it possible […]
Becoming the Total Solution Provider
We may live in the age of specialization but right now the best thing you can do is become more of a total solution provider. […]